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We negotiate nearly every day. While the term "negotiation" often brings to mind larger-stake deals, such as the purchase of a new home or car, more often these negotiations are smaller and involve project deadlines at work or divvying up of household responsibilities. 我们差不多每天都在谈判。谈判这个词经常让人们想到规模较大的交易，比如购置新居或者买车；但在更多情况下，我们所谈的问题都比较小，内容无外乎工作中的项目截止时间或者家庭责任的分配。 Many of us, myself included, can't stand negotiations whether big or small -- so much so that it comes as a surprise that others actually relish each chance they get to negotiate. 包括我在内，我们中的许多人都受不了谈判，无论谈判的事项是大是小——而且由于谈判对我们来说是这么不堪忍受，以至于我们很惊讶，为什么别人会殷切期盼谈判的机会。 Regardless of which camp you're in, most of us can relate to the feeling of pounding hearts and sweaty palms when we negotiate. Do these visceral responses -- also known as physiological arousal -- hurt or help us? 无论你属于哪一类，我们中的大多数人在谈判时都会感到心跳加快，手心出汗。这些生理反应被称为心理唤醒，对我们来说它们是有害还是有益呢？ Most people (and existing research) consider sweating it to be detrimental; that the key to negotiating is to stay calm and collected. However, that's misleading, according to what I found in my research with Jared R. Curhan, which was recently published in Psychological Science. We found that sweaty palms and pounding hearts aren't inherently a bad thing. The effect really depends on your preexisting attitudes toward negotiation and whether you interpret these physiological responses as a sign of nervousness or excitement. | 
